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Professional salespeople use two basic types of questions: discovery questions and leading questions. Champions often ask a single question that both leads their future client and discovers more in... [ more... ]

I was watching the Larry King show years ago and his guest was a guy named Matthew Lesko. He has written books about how to get information and, in some cases, merchandise from the government at li... [ more... ]

One of the weakest skills of many salespeople is the ability to accurately forecast future sales results. Sales managers and sales executives are constantly asking for bottom-up estimates of sales ... [ more... ]